TGW集团（以下简称：TGW），成立于1969年，总部位于拥有“欧洲心脏”之称的奥地利，2012年进入中国，是全球知名的物流系统集成商和设备供应商。TGW最初是输送机部件的制造商，在物流领域有近50年的扎实的功底和专业经验，成立至今一直致力于为客户提供智能化物流解决方案，始终根据市场的技术趋势和需求不断调整战略目标。

在2017CeMAT展会上，TGW展台吸引了众多参观者。借此，Soo56记者对TGW集团中国区总经理Mr. Frank Imkamp进行了专访，Mr. Frank对Soo56记者表示，本次参会是TGW第二次参展，希望通过这个机会，可以和很多客户和商业伙伴互动的机会，向公众，特别是向中国市场展示TGW的产品系统和科技。TGW非常重视物流系统的实施，我们会帮助客户考虑整个系统的运营成本，而不仅仅只考虑初始投资成本；会为客户提供更好的系统和服务，帮助他们实现更高的效率。

（左：Soo56记者 / 右：Mr. Frank Imkamp）

以下为采访实录中英版（内容经过整理，部分有删减）：

【Soo56】：很高兴认识您，Frank先生。非常感谢您能接受我们的采访。首先，您能给我们介绍一下TGW吗？

【Soo56】Nice to meet you，Mr. Frank. Thank you very much for your kind acceptance of our interview.OK, firstly, please share with us more about TGW, right?

【Mr.Frank】：好的。实际上，回顾过去12个月来的创新，我认为最重要的提升是我们更关注总体拥有成本（TOC），这意味着客户不仅从我们这里购买系统，而且我们的系统也会全方位提高其物流效率。这就是我们所说的总体拥有成本。我们非常重视物流系统的实施，同时引导现有和潜在客户考虑整个系统的运营成本，而不仅仅只考虑初始投资成本。

另一件重要的事情就是我们对料箱堆垛机系统的升级。在过去的一年中，我们力求逐步改善产品，这也是我们持续改进计划的一部分。为客户提供更好的系统和服务，帮助他们实现更高的效率。我们不仅对材料或产品进行了改进，同时还加大了对中国市场的投入。我们在中国的工厂正在运营，上海公司也在扩张，包括销售、销售项目管理、项目实施、工程设计和IT等团队。所以，我们在中国市场投入了很多精力、人力和物力，并且在过去的12个月里增加了投入。

【Mr.Frank】:OK. Well actually, if I take a look at the innovations over the last 12 months since we have the pleasure to be here again, I think the most important upgrade that we have is TOC, which is Total Cost of Ownership, that means  you not only purchase the system from us, but our system also generates an entire range of efficiency improvements. That’s what we mean the Total Cost of Ownership. And we are very much focus on implementing the system and also educating our current and our perceptive customers with the benefit of looking at the whole operational cost, as supposed to looking at initial investment.

The other thing that is quite nice in progress is upgrade on our miniload systems. There is a gradual improvement that we pursue, you know, over the course of the last year in particular,  but which is actually part of our continuous improvement program, that we also give our customers the benefit of what they already purchased at a higher efficiency. And finally they say that it is not only on the materials or on the products that we have improved over the past, we have also increased our commitment in China. We have manufacturing operation that has been run throughout , we do also have increased staff in our Shanghai operation. It all aspects from sales, sales project management, realization, engineering, IT. So we are really make a strong commitment to China, and have reinforced that over the last 12 months.

【Soo56】:您刚才提到TGW加大了在中国市场的投入，那您是怎样看待中国市场的？TGW未来将更关注哪些行业？

【Soo56】:Ok, thank you! Because you mentioned that you are investing more in China market.So, how do you think of the Chinese market? And you know, which industry will TGW focus more in the future?

【Mr.Frank】：是的，确实如此。显然中国市场是我们未来发展的支柱之一。TGW考虑的是长远发展而非短期利润。我们有长远的打算和规划。中国市场对整个集团来说至关重要。目前，我们在欧美市场已经站稳脚跟，而中国市场将是带动TGW发展的下一个引擎。TGW 在中国市场发展并走向成熟可能需要五年、十年、十五年、二十年。但我们注重的是长期可持续发展，因此正谨慎地制定战略计划进入中国市场。

【Mr.Frank】： Yes, that’s correct.Well, for us obviously, the Chinese market is one of the pillars of our future. We are TGW. We think in generations, we don’t think in quarterly reports, or short-term profits. We really think is sustainability and longibity. And in this aspect, country China as a market, for the entire group is of upmost importance. We believe that today as we have very strong foothold already in the United States and in Europe, the China is, for us, the next big pillar. And that may be five, ten, fifteen, twenty years from now. But we are in here for the long run, and with that sustainability, we are making very careful, but very strategically plan steps into the Chinese market.

【Soo56】：您认为中国和欧洲的客户需求有哪些不同之处？

【Soo56】：OK, so in your opinion, what’re the main differences between China and Europe in term of, like customer needs?

【Mr.Frank】：好的。我想分析两种类型的客户。

第一类，欧美市场的客户。我们的欧美客户纷纷来中国建立工厂。之前许多公司首先把重点放在欧洲或美国市场，现在他们准备来中国，他们期望在其他国家能获得像TGW这样的公司提供的优质服务和支持。所以，他们对中国市场和欧美市场的内部物流系统有着同样的需求。自然，凭借国际业务关系网络，我们可以为这些公司提供内部物流系统。

第二类，中国市场的客户。中国市场的工厂逐渐从人工过渡到半自动化、全自动化的内部物流运营。这些客户运营了大约30年、40年、50年，多年来，他们一直利用相对较低的劳动力成本，所以他们才能够运营人工仓库。

而随着中国市场各项成本和劳动力成本的提高，人工仓储已经不再有竞争力了，这些公司在中国市场运营了很长一段时间，对他们来说，自动化成为了竞争的必要手段，这是市场的一些趋势。这意味着什么？尤其是对TGW来说？

TGW是整体物流系统集成商，为国内外客户提供整体解决方案。TGW可以针对客户提出的问题给出解决方案。为客户打造量身定制的物流系统解决方案。中国市场的自动化趋势已很明朗。中国市场和美国或中欧市场之间的物流自动化水平还有差距，原因刚刚已经说过。但我认为中国会很快缩小这个差距，原因是中国对物流自动化需求越来越多，中国市场的物流自动化水平会很快追赶上欧美市场。在这里，中国客户可以利用TGW在世界范围内与知名国际公司进行物流系统合作的经验，将这些知识经验非常有效地运用到到中国市场中。

【Mr.Frank】：OK. I think we have to take a look at two types of customers.

First class, European and American market customers.that’s the European or American customers that we already have, and they’re now coming to China and set up the operations here. Many of those companies have focus on Europe or United States first, now they are ready to come to China. And they expect from companies, like TGW, the same service and the same support that they have enjoyed in other countries, OK? So, they really have the same requirements on the intralogistics systems as they have in the west. And naturally, we can supply it while we have international network.

The second group is those customers that are here mainly talking about domestic Chinese customers.that engage more and more from manual to semi-manual to fully-automated intralogistics operation. And those of course, these are customers to have been around 30, 40, 50 years. For many years, they have been capitalizing on relatively low labor cost. So they could afford manually operated warehouse. And with increasing cost and increasing salaries, especially in the cost region of China, that is no longer attractive.

Totally unattractive! So in those areas and also for those companies that are domestic here for a long time. For them, automation becomes a necessity to be competitive. That is a little about the trend in the market. What does it mean, in particular to TGW?

Basically, we have as a full service integrated that we are, all services available for either domestic or international customers. So we say, customer come tell us your problem and we have a solution for you. No system at TGW is standard, it’s customer tailored. OK? And that’s what we can provide. So we do see on the second group, as I said, an increasing trend to automation is very clearly. And we also see, let me say, there’s still a gap between China and, let’s say, United Stated or Central Europe, for the reason that I just mentioned. But I think China will very quickly close that gap. And therefore, the requirements of Chinese customers may not be there to the automated sophistication, but we have all confidence and all reasons to believe they will get there quickly. And here they can capitalize on the experience that TGW has worldwide with reputable international companies to transfer that knowledge into China very efficiently.

【Soo56】：现在我们都在谈论新技术，比如人工智能。那么，您认为如何将这些新技术与TGW业务相结合呢？

【Soo56】：I mean, Because nowadays we are talking about new technologies, like artificial intelligence. So what do you think how we can, you know, combine these new technologies to TGW?

【Mr.Frank】：这是未来的挑战。正如您所说，我们还没有实施这些新技术。但这是一个发展的过程，对吗？如果回顾五年前或十年前的科技水平，并与现在相比，TGW技术领域取得了巨大进步，而且这些对TGW影响深远。正如您所说，科技发展也是TGW的趋势。

【Mr.Frank】：Well, that will be certainly the challenge of the future. As you said, there’re new technologies, something that we have not been actively implementing. But this is an evolution process, OK? If I look back to where we go five years ago or ten years ago, and compare to where we are today, there has been huge evolution on the technology sector that influence obviously TGW. And that will be the same trend for what you have mentioned.

【Soo56】：您今天感觉如何？您对CeMAT有什么期望吗？

【Soo56】：How are you feeling today?And do you have any expectations for CeMAT?

【Mr.Frank】：当然会有一些期望。今天我们展台非常忙碌。实际上，从一开始就有相当多的参观者对我们所展出的产品系统很感兴趣。同时，CeMAT始终是客户、供应商和商业伙伴之间的沟通纽带。CeMAT是亚洲最重要的展会。在这里我们将会遇到我们想合作的人，无论他们是现有客户，还是潜在客户或其他商业伙伴。所以从这个角度来看，我们第一天非常成功。这是我们第二次参加CeMAT展会。前几年我们一直作为参观者参加这个展会。去年是TGW作为CeMAT参展商的第一年，去年举办的非常成功，所以我们决定今年再次参加。我们期望什么？我希望什么？我希望未来三天像今天一样成功，有很多与客户和商业伙伴互动的机会，向公众、特别是向中国市场展示我们TGW的产品系统和科技。TGW已经来到中国发展，并服务于内部物流市场。

【Mr.Frank】：Sure. Shall I answer your first question “How’s the day?” It was very busy. We had, actually, from the beginning, a quite large number of visitors show great interest in what we have to offer. At the same time, CeMAT is always a connecting point for customers, for suppliers, for business associates. You know CeMAT was the most important exhibition in Asia, actually. So we know for being here, we will meet those people that we all want to interact with, whether they be, as I said, current customers, future customers, other business associates. So from that perspective, we are very successful first day. CeMAT is such, as I said, the second year that we have participated. We have been here as visitors in the years before. Last year was the first year as exhibitor. And because it was so successful that we decided to come back here this year. what do we expect? What do I hope for? I hope for another three successful days as today, with a lot of interaction and a lot of ongoing opportunities to present to the public, and in particular to the Chinese market. TGW is here, TGW has arrived. And we are here to serve the intralogistics market.